Saurabh Kumar
Dubai
Summary
Accomplished professional with extensive knowledge of Employee Benefits Insurance solutions, adept at strategic client retention and engagement strategies. Demonstrates expertise in market benchmarking, competitive analysis, and benefits design. Proven track record in regional and global business development, coupled with strong negotiation and communication skills. Skilled in team leadership, mentorship, and technological project management. Committed to operational and service excellence with a focus on portfolio renewal strategy.
Overview
16
16
years of professional experience
4
4
years of post-secondary education
Work History
Director, Employee Benefits & MEA Head of Analytics
Howden Insurance Brokers LLC
Dubai
01.2023 - 12.2024
- Creating Innovative Value Proposition for Clients: Benefit Benchmarking and Market Analysis: I have designed and developed a benefits benchmarking tool which helps us to conduct benefit benchmarking for our clients against market trends, helping clients understand the competitiveness of their benefits packages
- Market analysis allows me and the team to tailor insurance programs to meet client needs
- Claims Analytical Tool (Power BI and Excel) – I have collaborated with Howden to develop an exclusive and comprehensive module designed to automate claims presentations
- This tool significantly enhances our Employee Benefits (EB) offerings by providing detailed analytics and streamlined reporting
- Key Technological Projects & Eco System Building: I have been involved in constructing an Eco System for Howden Globally and in the region
- This involves creating a network of interconnected services, products, and partners that collectively provide comprehensive solutions to clients
- Business Expansion in UAE and Beyond: Regional Business Growth: I have played a crucial role in rapidly growing and expanding the employee benefits business for UAE and the region
- This has also contributed to the company's market presence and profitability
- Renewal of Existing Portfolio: Portfolio Renewal: I manage the renewal of an existing portfolio valued at approximately AED90+ million in premiums across 21 corporate clients
- This involves reviewing insurable risks, marketing and tendering insurance requirements, and ensuring seamless renewal processes
- Presentations and Strategy Development: I create and deliver presentations to key decision-makers, showcasing the benefits of the insurance programs and renewals
- My strategic approach helps clients make informed decisions
Regional EB Client & Analytics Manager
Howden Insurance Brokers LLC
Dubai
03.2018 - 01.2023
- Building & creating innovative value proposition for clients
- Leading the team in creating unique value adds for our clients (such as analytics, wellness etc..)
- Managing & leading one of the key technological projects of Howden by collaborating within the region and globally of their good practices
- Involved in building EB Eco System for Howden in the region
- Development & alignment of client reporting formats & contents to enhance overall company recognition with our clients as well as the insurance market
- Training of placement & client management team on focused negotiation methods by using analytical review
- Building business within UAE and across the region
- Being part of the regional EB team, one of the key achievements is rapid growth & expansion of employee benefits business within the region
- Renewal of the existing portfolio (approx US$ 15 million premium and 52 corporate)
- Performed duties and provided service in accordance with established operating procedures and company policies
- A review of insurable risks and exposures
- Marketing and tendering of the insurance requirements at renewal
- Benefit benchmarking for the client against the market trend
- Reviewing market analysis to determine client needs and designing insurance programs
- Managing annual insurance renewals including strategy development and timelines
Senior Client Relationship Manager
Mercer Marsh Benefits, Marsh Emirates Insurance Brokerage LLC
Dubai
11.2013 - 02.2018
- Company Overview: Marsh & McLennan companies
- Managing Existing Portfolio: Building and maintaining strong relationships with clients
- Monitoring client satisfaction and addressing concerns
- Building, developing, and managing accounts
- Renewal of the existing portfolio (approx USD 30 million premium and 35 multinational corporates)
- A review of insurable risks and exposures
- Marketing and tendering of the insurance requirements at renewal
- Benefit benchmarking for the client against the market trend
- Reviewing market analysis to determine client needs and designing insurance programs
- Developing and making presentations to key decision makers
- Managing annual insurance renewals including strategy development and timelines
- Ensuring profitability by organic and inorganic growth of the existing portfolio
- Ensuring the accuracy of Policy contracts and any documentation going out to clients
- Ensuring compliance with latest policies and ensuring that the same is in line with other regulatory requirements
- Matching client risk issues with Marsh capabilities
- Managing a team of 4 executives for client servicing
- Maintaining good relations with Insurance market
- Leading and motivating the team members, including Training company policies and market trend
- Proactive communication with all internal and external units globally
- Self-generating new ideas and capable of closure on existing/outstanding issues
- Marsh & McLennan companies
Senior Account Executive
Al Futtaim Willis Company LLC
Dubai
07.2009 - 10.2013
- Account management and servicing some of the company's major Government and private clients by providing close client relationship (Local and International) to major clients in line with company philosophy to accomplish key company objectives
- Direct involvement and independent handling of more than 20 corporate accounts (approximate total premium worth USD 20 million)
- Coordination with Willis offices and Insurers globally for clients having regional and global presence
- Preparation and guidance to subordinates of the team for tender documents, RFP submissions, quote slips, detailed comparison matrix, negotiation for terms and preparation of clients and marketing reports for the placements
- Involved actively in the post placement servicing and provide close client relationship
- Direct reporting to the Head of Employee Benefits and assist in accomplishing the set targets for both existing and new clients in line with company's target growth model
- Support supervise on client retentions and develop marketing strategies across the team which includes market segmentation, competitive analysis, key account retention plans, and provide competitive edge for the clients
- To closely monitor progress of both existing and new business on periodical basis to adhere in line with the set objectives and growth model of the organization
- Offer and facilitate a comprehensive risk analysis and risk management services in relation to Employee Benefits Insurances for major clients of the company
- To keep abreast with market developments, new products, projects and enhance strong market relationships
- To keep a close follow up and implement strict credit controls to avoid reserves being created for bad debts
- Effective implementation of compliance and audit procedures
- Closely monitoring claims of complex nature with the claims team and providing assistance to team for efficient management of claims
Associate Health Insurance Manager
ICICI Prudential Life Insurance Company
09.2008 - 01.2009
- Servicing small and medium sized clients of the company on Health Insurances
- Involved with the team leader on enhancement of product development based on requirements of the client and coordination with Research and Development team
- Involved in development of company projects for Empanelment of doctors and hospitals across Delhi and NCR regions to get leads for Health Insurance requirement
- Key Achievements: Exceeding set performance targets in relation to both existing clients and new business every year with consistent average growth over 38% every year for the team
- High retention level of major clients of the company (more than 95% every year)
- Built strong relationships with major clients, (re)insurers and underwrites in the region
- Appreciation by clients on excellent level of service offered reported
- Obtaining referrals from existing clients
- Consistent career growth within the organization
- Top rankings on appraisals achieved every year resulting in healthy performance award from the company
Education
MBA - Management and Insurance
Chennai Business School
07.2007 - 08.2008
Bachelor of Arts - Political Science
University of Delhi
03.2004 - 03.2007
Skills
- Extensive knowledge of Employee Benefits Insurance solutions
- Strategic client retention and engagement strategies
- Market benchmarking and competitive analysis
- Strong negotiation and communication skills
- Regional and Global business development expertise
- Expertise in benefits design and portfolio renewal strategy
- Team leadership and mentorship
- Technological project management and ecosystem development
- Operational and service excellence
Languages
English
Hindi
Timeline
Director, Employee Benefits & MEA Head of Analytics
Howden Insurance Brokers LLC
01.2023 - 12.2024
Regional EB Client & Analytics Manager
Howden Insurance Brokers LLC
03.2018 - 01.2023
Senior Client Relationship Manager
Mercer Marsh Benefits, Marsh Emirates Insurance Brokerage LLC
11.2013 - 02.2018
Senior Account Executive
Al Futtaim Willis Company LLC
07.2009 - 10.2013
Associate Health Insurance Manager
ICICI Prudential Life Insurance Company
09.2008 - 01.2009
MBA - Management and Insurance
Chennai Business School
07.2007 - 08.2008
Bachelor of Arts - Political Science
University of Delhi
03.2004 - 03.2007
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